‘Thank you for taking the time to talk’ The first few seconds of the call must be used to set the tone and to keep the prospect on the line. Use positive greetings, such as ‘good morning,’ and make sure…

Far too many people blame a bad economy, bad timing, or a bad market for the failure of their business. In many cases, one or more of these factors may be legitimate reasons that contributed towards business failure. However, it…

In 1906, an Italian economist, Pareto, calculated that 80% of Italy’s land was owned by 20% of the Italian population. He found this was a common distribution, that came to be known as the Pareto Principle or the 80/20 Rule,…

When your Saas product is ready to go to market you enter a new phase for your startup, switching from pure product-focus to a strong sales orientation. In order to successfully get users to upgrade from the free trial to…

The most successful salespeople and sales teams out there all use a systematic approach to sales: they follow a defined sales process. The stages include identifying leads, contacting and qualifying them, making proposals, and closing deals. A well-organized and tracked…

The sales cycle involves following up on every prospect: if you drop the ball at any stage, you are far more likely to lose the deal. Using CRM to manage the sales cycle can make your team into an efficient…

The aim of a salesperson is clear: sell as much as possible. To this end, it is essential to approach the sales process strategically and systematically. In order to avoid wasting time trying to sell to an unqualified lead, you…

& What We Can Learn From Them There is much to learn from the historical selling success of the best in the business. Mary Kay Ash empowered and rewarded her sales consultants, David Ogilvy was an expert in speaking a customer’s…